Grow faster by optimizing your distribution and sales channels

What do distributors or sales partners think about my products?

How will the Internet impact my business?

What will make “influencers” push my product or service?

In today’s increasing networked world, channels form a crucial link between you and the customer. Distribution reach, speed of delivery and quality of network are significant growth drivers (and competitive barriers) in a large number of B2B and B2C markets.

ValueNotes can help you delve deeper into the business dynamics of different channels, listen to your channel partners, and understand their concerns. These insights can help you gain market share, reduce inventory costs, and serve your customers better

Project Examples

A large paper mill, looking to launch new consumable products, required an assessment of channel partner margins at different levels in the supply chain in the tissue paper segment in India. Interviews with senior management (production and sales & marketing executives) and distributors of converters, helped determine the diverse supply chain models, operating business models, and the margins by product segment and brand.

An air conditioner manufacturer wanted to improve global distribution for spare parts. In-depth interviews provided information on the competitors' distribution cycles across regions: North America, Latin America, Africa, Middle East, Asia-Pacific and Oceania (Australia and New Zealand). Parameters studied included inventory management, pricing, and the structure of the flow of spare parts from manufacturing location to regional distributors.

A multinational client wanted to understand how their competitors were able to sustain low after-sales market prices for a particular automotive component. In-depth interviews were conducted with channel partners and the competitors' employees across functions - production, sales & marketing and corporate. The study provided insights on the competitors' channel partner policies, margin structures, manufacturing costs, and sales strategies.

A leading Indian training institute wanted to benchmark its training content. ValueNotes conceptualized and designed a rating model for training content and delivery. We connected with educational experts and training heads of large corporations to get their perspectives on the key ingredients of world-class training content.

A leading manufacturer of pneumatic products wanted to gather competitive intelligence to benchmark their distribution strategy with that of two key competitors in a similar business line. The study outlined the cost structure, manufacturing footprint, supply chain, key influencers, stocking strategy, distribution models, etc. of the target companies.

A Japanese manufacturer, looking to enter the Indian market, required due diligence to be conducted on the distributors they had identified in the country. Our research provided detailed information about the distributors' business activities (product portfolio & procurement processes); current customers; operations & performance standards; financial status; reputation in the market; their external stakeholders; and profiles of the management.

A leading Fortune 500 electronics company wanted to establish the market size and landscape of India's distribution market for electronic components, and identify distributors they could tie up with. Secondary research (using company annual filings, exim data, and other government sources), and in-depth interviews with vendors, end-users and distributors helped determine the total addressable market, and the contribution of distributors across regions, customer segments, and product categories.

A leading US manufacturer of professional knives wanted to enter the Indian market and find a suitable distributor. We assessed market size and attractiveness, value chain, competitive landscape and potential partners. Inputs from over 200 buyers and influencers (chefs, food processors, distributors, dealers and manufacturers) helped establish the product mix, value proposition, and pricing strategy

A card payment systems company, based in Latvia, wanted to meet prospective clients in India as part of their India market entry strategy. ValueNotes helped the client set up appointments with key decision makers in different banks and organizations related to card-based payments.

Enabled our client to formulate and launch attractive channel partner programs by providing market intelligence on current programs. Conducted interviews with managers and managing directors of premier channel partners to understand their experience and requirements from the providers' partner program.

Global air-conditioner manufacturer taps billion dollar Indian market A leading global air-conditioners manufacturer needed independent intelligence to penetrate Tier II & III markets
In the last few years, the market for air-conditioners in metros and Tier I cities in India has reached saturation point. Our client, a global manufacturer of air-conditioners, thus wanted to penetrate the Tier II and III cities to grow their sales.
In order to do this, they wanted to understand the market dynamics, competition, products, customer ... Read more...

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